Head of Go To Market (GTM)

Role Overview

As Head of Go-To-Market at Lyrebird, you will be responsible for building and leading our sales and customer success functions. Your primary objective will be to develop a high performing, scalable sales organisation that identifies high value individual users and sites and drive wide adoption within their eco-system. This role is a key leadership appointment that will require the successful applicant to team strongly with the CEO, other functional leaders and contribute to a culture of innovation, success and high performance. 

Critical to this function is the ability to implement a sales motion that identifies high value individual users and convert them into clinic-wide adoption at scale, creating a powerful expansion engine across Enterprise, SMB, and Partnership channels. The sales function requires a high velocity mechanism to deal with significant volume of individual MQLs that ultimately require account based sales to expand into enterprise deals. As such, the sales leader will be required to demonstrate the ability to lead a high velocity sales organisation with optimum performance whilst leading account executives on deal strategies and complex commercials. This is as much a cultural challenge as an operational one.

You'll be the driving force in leading the sales function that puts Lyrebird in every clinic in Australia, and beyond into target international markets.

What You'll Own

• The funnel from the moment a prospect signs up for a trial or other MQL through the sales funnel to conversion. 

• Expanding high value users within a clinic to the wider clinic adopting and paying for Lyrebird, then successfully retaining and expanding their NRR

• You will own the company's sales targets with a gross ARR and Net ARR number.I

• Design and implement effective go-to-market strategies across individual, SMB, and Enterprise customer segments

  • Building a high velocity scalable sales machine that systematically converts inbound leads to paying customers

  • Establish an account based enterprise sales machine that expands Lyrebrid within the existing install base, e.g a Hospital. 

• Establishing a low friction customer onboarding process and scalable customer success function

• Revenue operations, enablement, and analytics to support data-driven decisions

• Creating and maintaining a customer-centric culture throughout the organization

• Cross-functional collaboration with Product and Marketing teams to optimize the full customer journey

• Creating systems to expand from individual user adoption to entire clinic adoption

• Developing retention strategies that ensure extremely high customer satisfaction and minimal churn

Key Responsibilities

• Revenue Ownership: Carry and be accountable for the company's revenue targets and sales growth objectives

• Sales Function: Build a systematic, repeatable sales operation that efficiently converts inbound leads and expands to full clinic adoption. This system will be responsible for onboarding users and turning them into evangelists at scale

• GTM Operational Excellence: Own and track key sales metrics/KPIs (pipeline coverage, conversion rates, sales cycle length, win rates, etc), Set and allocate quotas across the sales organization and deliver accurate forecasting and reporting on sales performance

• Team Building: Recruit, train, and lead a high-performing sales and customer success organization, with an obsession to improve our users lives baked into their way of working

• Conversion Optimization: Create efficient, short sales cycles that maximize conversion rates from demo to close

• Drive Retention: Design retention strategies and customer success programs that create evangelists and minimize churn

• Clinic Expansion: Implement systematic approaches to expand from individual doctor adoption to entire clinic implementation

• Enterprise Development: Build and scale enterprise sales motion for larger healthcare organizations

• Partnership Strategy: Cultivate strategic partnerships with EHRs and other healthcare organizations to accelerate distribution

• Be a multiplier for Product and Marketing: Work closely with Marketing to optimize lead handoffs and with Product to ensure feedback loops drive roadmap decisions

• Revenue Operations: Create data-driven decision frameworks and analytics that continuously improve sales and customer success performance and create clarity for the entire business

• International Expansion: Work closely with the CEO to execute market entry strategies for APAC, UK, and Middle East, spinning up sales and customer success teams and being responsible for their execution

• GTM Enablement: Develop tools, training, and resources that accelerate the customer facing team’s effectiveness

Key Objectives

• Development of repeatable inside sales playbooks that consistently achieve >40% conversion rates

• Drive Lyrebird to be an integral part of how >50% of Australian GPs & Specialists practice medicine within 2 years and executing successful expansion into APAC + UK markets

• Be responsible for, and accelerating bottom line ARR Growth

Key Behaviours and attributes

• The successful applicant must be highly collaborative with proven demonstration of teaming with peers

• A high performer themselves, setting clear goals and expectations from the team and holds to account.

• Walks the talk, demonstrates what good looks like when it comes to high performing sales organisation, customer centricity and tenacity to win

• Celebrates and recognises strong performance as well as acknowledges attitude and effort when performance isn’t achieved. Clearly calls out the behaviours and attributes they expect and is clear with peers and team members when performance isn’t at the standards required.

• Holds their superiors and peers on the leadership team to a standard of accountability, meeting commitments and breaking through to get stuff done

• Is recognised by their peers as a driving force in the success of Lyrebird.